Younger shoots are blooming within the space. Unclassifiable, these newcomers are shaking up conventional actual property.
The “uberization” of the actual property market won’t happen. At the least, it won’t have the looks of the revolution that has overturned the monopoly of taxis. The brand new actual property businesses which have appeared lately put ahead particular business arguments, which nonetheless stem kind of from the identical commentary: it was pressing to shake up the occupation.
The argument comes up repeatedly among the many pioneers of recent actual property networks: the options as they’re supplied to sellers will not be passable. If all of the actors say the identical factor, it’s Thomas Venturini who finest summarizes the dilemma: “People have solely two options to promote their items, explains the co-founder and CEO of the Liberkeys community. Both, they begin alone, and so they discover themselves confronted with a fancy and really time-consuming operation. Both, they use an company … However the massive buildings that always function in franchises cost very costly charges. Networks like Hosman and Imop are brandishing the identical preliminary commentary: on the one hand, an enormous disavowal of actual property networks as they exist at the moment; and on the opposite, the dearth of a passable various.
One prognosis, a number of treatments
After this primary commentary, every of those new entrants highlights the monetary benefit of their answer: mounted fee or low proportion, relying on the success of the sale … With an enormous use of superior digital applied sciences, that is the 'one of many uncommon denominators frequent to all these networks.
Thus, the Proprioo group explains that it has constructed its technique on a brand new strategy to the occupation of actual property agent: “Our preliminary bias was to utterly rethink this occupation,” explains Simon Primack, one of many two co-founders. If we wish sellers to be happy with the expertise we carry them, our brokers should be completely satisfied to work for us and be concerned of their commerce. Because of this, Proprioo needs to focus on the safe wage framework that it might probably supply to its workers: a well-paid everlasting contract, with bonuses.
Arguments that it appears troublesome to boast in an commercial geared toward most of the people: “It isn’t essentially seen from the skin,” concedes the co-founder, who nonetheless claims speedy improvement: Proprioo, which now shows 80 workers, together with round thirty salespeople, have set themselves the goal of reaching a billion euros in transactions by the tip of 2020.
A technological overhaul
Plan costs and provides the picture of a quick and responsive community: the brand new actual property businesses even have in frequent an enormous use of superior applied sciences which make it potential to lighten the work of the negotiator. Liberkeys explains that it has totally created a digital setting, inside which its brokers can rapidly carry out all of the duties incumbent upon them: “The creation of the commercial is extraordinarily quick, the outline of the products is automated, the agent can put up it concurrently on all the most important portals… ”, explains Thomas Venturini.
The Imop community, which claims mounted charges of three,900 euros, additionally performs the transparency card for its customers. “We’ve applied a device that permits the vendor to observe all of the phases of his transaction, explains Laurent Sabouret, co-founder of the corporate, to permit him to know precisely how we work for him. “
“Everybody goes with their monetary argument by claiming to be cheaper than the others. After all, value is a vital component, however we’re betting that sellers favor to place a little bit extra money for absolutely the assure of high quality work! “. Henri Pagnon and Simon Primack co-founders of Proprioo
Separate approaches to the quantity of charges
Breaking tariffs is maybe one of many leitmotifs of those new entrants … however not everybody has the identical discourse on tips on how to go about it. With three,900 euros, however with out utilizing the time period low-cost, Imop assumes the combo between digital community and sale of property … actual property! “We should not have a bodily company, explains Laurent Sabouret, however we clearly meet the vendor to estimate his property. This primary assembly lasts an hour and permits us to take inventory of all the things he expects from us and the transaction. On his request, it’s clearly potential to see us once more at any time! “
The Hosman community assumes increased charges (four,500 euros), preferring to focus on the essential emotional aspect of an actual property transaction: “We don't promote iPhone on LeBonCoin,” laughs Stanislas de Dinechin, one of many co-founders. We by no means needed to do low-cost actual property: the sale of an condo or a home represents an enormous monetary stake, to which is added very robust
emotional cost. A price of four,500 euros appears to us to be the suitable sum … which, furthermore, has by no means elevated since our creation. “
Liberkeys provides one other argument to justify its four,990 euros in charges: “The native actual property agent who will take cost of the property entrusted to him is a real skilled within the district during which he operates”, explains Thomas Venturini, for which it’s furthermore crucial “to coach the market to this idea of mounted charges. “
Proprioo, exactly, most well-liked the standard system of charges to the proportion, though they’re much decrease than what normally observe the big networks (1.99%). “Everybody goes with their monetary argument by claiming to be cheaper than the others,” observes Simon Primack. After all value is a vital component, however we’re betting that sellers favor to place a barely increased worth for absolutely the assure of high quality work! “
Totally different recruitment insurance policies
Whether or not it’s quick and voracious or, quite the opposite, extra cautious, the recruitment coverage is completely different for every of the brand new networks. Of the thirty or so salespeople it posts at the moment, Proprioo hopes to recruit round twenty by the tip of the yr, to achieve 200 brokers by the tip of 2020.
Liberkeys, in the meantime, claims fifteen actual property brokers below contract, with a variable relying on the outcomes obtained. The group plans to recruit massively within the coming months, because it plans to rent 100 individuals. “We realized that many brokers have been additionally excited by our group,” provides Thomas Venturini. We subsequently launched a check section with 5 brokers, who’re paid by way of mounted charges. This conclusive check will now be prolonged to 300 independents.
Then again, there was no query of listening to about such a mannequin from Hosman: “We’ve 100% everlasting contracts,” says Stanislas de Dinechin. And we don’t plan to increase to future brokers. In keeping with him, this mode of operation can be too far faraway from the mannequin on which the corporate is constructed: “It’s too troublesome to keep up a detailed hyperlink with the brokers and the bottom which they cowl,” he explains. If we wish to progress and enhance, we’d like our specialists to make fixed suggestions to our technical groups, in order that they will make the enhancements and additions they want. “
” We’ve to invent continually. You would say that the occupation of actual property agent has been turned the other way up, by injecting new applied sciences. But when we cease at this digitalization of processes, ultimately, we invented nothing … ” Thomas Venturini, Liberkyes.
Paradoxically, what appears to carry these new gamers nearer collectively is the completely different horizons from which they arrive: whether or not they’re giants of on-line commerce, entrepreneurship, finance or consultancy, the founders of those new teams will not be “conventional” actual property alumni who’ve landed within the occupation with their data. Thomas Venturini (Liberkeys) talks about his “catastrophic expertise” when shopping for his first condo, whereas Stanislas de Dinechin (Hosman) claims to not recruit solely actual property brokers inside his groups. What issues to him is surrounding himself with “buyer expertise professionals”.
Likewise, it might be deceptive to consider that these networks are all true copies of fashions which have swarmed with our English or American neighbors. Some leaders say they’ve heard of younger shoots that have been created in Anglo-Saxon international locations, however many declare an “impartial” and distant expertise of those fashions.
What place within the face of competitors?
Betting on “damaged” charges and engaging digital storefronts doesn’t resolve the complicated equation of present within the face of fierce competitors. Methods to make a spot in entrance of behemoths implanted in every single place in France, whose basic public is aware of if not the title, no less than the brand? “The most important networks will at all times stay in place, analyzes Thomas Venturini. And we aren’t right here to kill actual property brokers …
Quite the opposite, I might even say that we may give them again all their letters of the Aristocracy! “
Nonetheless, some individuals already dream of being a caliph as an alternative of the caliph. Massive actual property buildings could have caught up with the digital practice a number of years in the past, Stanislas de Dinechin judges that the account just isn’t there but. “Digital and technical are two sectors the place massive teams can catch up,” he judges. However the best way they handle the “human issue”, it isn’t one thing that we will meet up with: it might be essential to overview all the things “, nonetheless believes one who assumes to wish to” revolutionize actual property in France ” .
Simon Pimack doesn’t say anything: “It’s good to see that enormous teams are growing their digital sector, abounds the co-founder of Proprioo. It exhibits how gaping the hole on this space was and that there was actual obsolescence. However you shouldn't get it improper, he provides. The primary high quality is that of the actual property agent, and these massive networks will not be organized to coach and develop their brokers! “
Go away Paris to develop!
These younger shoots began to unfold out on the Parisian micromarket, earlier than increasing (or desirous to increase) in different massive cities. Right here once more, ambitions diverge relying on the scale of the enterprise. Simon Primack goals to make Proprioo the “chief within the forty largest cities in France”, whereas Liberkeys plans to increase its providers to a dozen French cities within the coming months, along with the Paris, Lyon and Good markets.
Cautious, Laurent Sabouret assumes to deploy Imop in small steps: “We’re just one yr outdated, and now we have already began to develop within the cities of the primary ring,” he explains. By the tip of the yr, we should always cowl the entire of Ile-de-France … and we are going to increase into the areas usually subsequent yr! “
Bold, robust of fashions of younger shoots which they knew tips on how to adapt to a sector which didn’t lend themselves to it, the brand new actual property businesses don’t appear to have in mind in the intervening time the sector of medium-sized cities, preferring to pay attention their power of strikes on the massive cities the place they aim a younger viewers and relaxed with new applied sciences.
Will this be sufficient? “Every little thing goes very, very quick, acknowledges Thomas Venturini, and now we have to invent continually. You would say that the occupation of actual property agent has been turned the other way up, by injecting new applied sciences. But when we cease at this digitalization of processes, ultimately, we invented nothing … “
“As efficient as it could appear, this mannequin just isn’t robust sufficient to determine itself sustainably”, Olivier Lanza HomeAgency
After a number of years at Foncia, Olivier Lanza launched into the journey by creating HomeAgency. An expertise at the moment in parentheses … “The mannequin of a start-up can’t be sufficient to cowl a whole nation in a area as huge as actual property,” he summed up. In keeping with him, these younger shoots will inevitably discover themselves confronted, sooner or later of their improvement, with a wall that their mode of operation doesn’t enable them to beat.
A monetary mannequin that doesn’t enable it to increase to the entire of France
Dematerialization has its limits. Clearly, if it appears potential to him that the brand new networks successfully open the Parisian market, even that of the Ile-de-France, they will be unable to increase to all France by following the identical approach: “Cowl all a rustic means hiring lots of people, he reasoned. Along with the required infrastructure, we should additionally have the ability to practice, supervise and handle all this payroll. And the monetary mannequin that these businesses put ahead doesn’t enable them to make sufficient room to embark on such an operation. “
As a result of right here is the second pitfall analyzed by Olivier Lanza: mounted charges, in the event that they signify an simple advertising and marketing argument in a market as costly as that of the capital, they nonetheless represent merciless obstacles to the event of those new businesses. “What number of are worthwhile at the moment? if he asks. what number of have regularly elevated these charges over the months, realizing that the costs they supplied at the beginning have been undoubtedly not viable? “
If the strains begin to transfer, we aren’t but within the uberization of actual property
Lastly, and even when the brand new networks have managed to intelligently exploit the probabilities supplied by new applied sciences, Olivier Lanza nuances the discourse. “There has not been an actual technological revolution on this space,” he nuances. And the big actual property networks, regardless of their measurement, have been capable of adapt. Tough subsequently, in response to him, to indefinitely reward transparency, velocity or ease of use. Does this imply that this nice journey is misplaced prematurely and that these new networks will solely be ephemeral start-ups doomed to vanish as rapidly as they arrived? ” No ! tempers Olivier Lanza. They’ve the benefit of getting felt that there was one thing to do within the area of actual property and of getting began to maneuver the strains to modernize it. However definitively, in response to him, absolutely the upheaval has not but occurred. The uberization of the actual property market, as soon as once more, won’t happen. Not but, in any case…